NIADA has announced its curriculum for the upcoming Retail and BHPH Certified Master Dealer classes.
The BHPH CMD is Aug. 4-7 at the DFW Airport Marriott in Grapevine, Texas. The Retail CMD is Aug. 11-14 at the Airport Marriott in Atlanta, Georgia.
Registration is underway for both four-day courses at niada.com/certified-master-dealer.
The CMD program was developed to help dealers manage and grow their business.
It is one of the industry’s most respected training programs for independent dealers. Once dealers complete this certification, they’ll become part of a group of dealers who are committed to the industry, support compliant business standards and practices, and are leaders in their communities.
The BHPH Certified Master Dealer program is for dealers who have BHPH/LHPH operations of wide-ranging portfolios.
The Retail Certified Master Dealer program is for dealers who do not participate in Buy-Here-Pay-Here. They retail vehicles to consumers and may or may not also have a consumer-facing service department.
Both courses require six hours of continuing education per calendar year. The Qualifying Continuing Education includes:
• State association seminars
• NIADA bootcamps
• NIADA webinars
• NIADA led convention sessions
• NIADA led BHPH Dealer Forum sessions
• NIADA led state convention sessions
The registration costs are:
NIADA Members: $4,795
Nonmembers: $5,395
CMD Dealers: $2,397
The BHPH CMD Curriculum
MONDAY, AUGUST 4
Compliance
Time: 3 hours
Instructor: Steve Levine, Ignite Consulting Partners
• Advertising and marketing
• Customer handling
• Hiring practices
• Deal documentation
• Human resources
• Service documentation
• Document maintenance
• Deal document integrity
• Collection policies
• Underwriting policies
Dealership Accounting
Time: 2 hours, 45 minutes
Instructor: Bob Parnas and Danielle Magouirk, CliftonLarsonAllen, LLP
• Accounting methods
• Gross receipts
• Cost of goods
• Understanding the balance sheet
• Expenses
• Required filings
• Reinsurance companies
• Related finance companies
• NIADA financial statement
Human Resources
Time: 1 hour, 15 minutes
Instructor: To be announced
• Personnel structure and roles
• Recruiting and hiring process
• Onboarding
• Initial training
• Ongoing training
• Pay plans
• Performance reviews
• Terminations
TUESDAY, AUGUST 5
Inventory Management
Time: 2 hours, 15 minutes
Instructor: Brad White
• Vehicle acquisition
• Intake process
• Time to line
• Daily opportunity costs
• Dealing with the aging process
• Ongoing on lot maintenance
• Wholesale decisioning
• Inventory management tools
Make Ready and Reconditioning
Time: 1 hour, 45 minutes
Instructor: Brad White
• Inspection process
• Repair approval process
• Parts availability
• Online tools to increase productivity
• Quality control process
• Final inspection
• Reinspections
Service
Time: 3 hours, 30 minutes
Instructor: Brent Carmichael
• Service drive management and intake
• The service process
• Work type and labor rates
• Parts
• Attracting, recruiting and hiring technicians
• ADAS and its threats
• Retail service
• Structure and role of department service
• Roles and primary responsibilities
• Service KPI’s
• Service drive best practices
• Lot porter best practices
• Technician best practices
WEDNESDAY, AUGUST 6
Sales
Time: 4 hours
Instructor: Brent Carmichael
• Traffic control process
• Phone process
• Online lead management
• Road to the sale
• Appraisal process
• Management intervention
• Online lead management
• Technology to help sales departments
Underwriting and Collections
Time: 4 hours
Instructor: Brad White
• Underwriting
• Extended service contracts
• Gap insurance
• Other products
• Collections
• Technology for use in underwriting and collections
THURSDAY, AUGUST 7
Marketing and Customer Acquisition
Time: 2 hours, 20 minutes
Instructor: Brent Carmichael
• Your website is your showroom
• Web lead statistics
• Organic leads
• Third-party providers
• Business development centers
• Initial pricing strategy
• Ongoing pricing strategy
• Tools for syndicating and improving web presence
Owner Retention
Time: 2 hours, 15 minutes
Instructor: Brent Carmichael
• The delivery
• Reputation management
• Tools available for managing online reputation
• Records storage and security
• Sales prospecting
• Compliance
The Retail CMD Curriculum
MONDAY, AUGUST 11
Compliance
Time: 3 hours
Instructor: Steve Lefkoff, Leftkoff Law, LLC
• Advertising and marketing
• Customer handling
• Hiring practices
• Deal documentation
• Human resources
• Service documentation
• Document maintenance
• Deal document integrity
Dealership Accounting
Time: 2 hours, 45 minutes
Instructor: Deepak Mistry, CliftonLarsonAllen, LLP
• Accounting methods
• Gross receipts
• Cost of goods
• Understanding the balance sheet
• Expenses
• Required filings
• Reinsurance companies
• NIADA financial statement
Human Resources
Time: 1 hour, 15 minutes
Instructor: To be announced
• Personnel structure and roles
• Recruiting and hiring process
• Onboarding
• Initial training
• Ongoing training
• Pay plans
• Performance reviews
• Terminations
TUESDAY, AUGUST 12
Inventory Management
Time: 2 hours, 15 minutes
Instructor: Ed Curry
• Vehicle acquisition
• Intake process
• Time to line
• Daily opportunity costs
• Dealing with the aging process
• Ongoing lot maintenance
• Wholesale decisioning
• Inventory management tools
Make Ready and Reconditioning
Time: 1 hour, 45 minutes
Instructor: Ed Curry
• Inspection process
• Repair approval process
• Parts availability
• Online tools to increase productivity
• Quality control process
• Final inspection
• Why T2L is so critical
• Reinspections
Marketing and Customer Acquisition
Time: 2 hours, 20 minutes
Instructor: John Dismukes
• Your website is your showroom
• Web lead statistics
• Organic leads
• Third-party providers
• Business development centers
• Initial pricing strategy
• Ongoing pricing strategy
• Tools for syndicating and improving web presence
WEDNESDAY, AUGUST 13
Sales
Time: 4 hours
Instructor: Ed Curry
• Traffic control process
• Phone process
• Online lead management
• Road to the sale
• Appraisal process
• Management intervention
• F&I intervention
• Technology to help sales department
Finance and Insurance
Time: 30 minutes
Instructor: John Dismukes
• Finance penetration control
• Reserve income
• Extended service contracts
• Gap insurance
• Other products
• F&I compensation
• F&I income adjustments
• Technology for use in F&I
Owner Retention
Time: 2 hours, 15 minutes
Instructor: John Dismukes
• The delivery
• Reputation management
• Tools available for managing online reputation
• Records storage and security
• Sales prospecting
• Service prospecting
• Compliance
THURSDAY, AUGUST 14
Service
Time: 2 hours, 30 minutes
Instructor: Ed Curry
• Retail service
• Structure and role of department service
• Roles and primary responsibilities
• Service KPI’s
• Service drive best practices
• Lot porter best practices
• Technician best practices
Service
Time: 3 hours, 30 minutes
Instructor: Ed Curry
• Service drive management and intake
• The service process
• Work type and labor rates
• Parts
• Attracting, recruiting and hiring technicians
• Driving retail service
• ADAS and its threats
